Breaking the Status Quo Barrier    Convincing your prospects to do         something different                         © 2...
Make the Status Quo Unsafe“Change in people only comes when survival  instincts trump comfort zone instincts.”            ...
A decision to change           New Brain           Designed for Analysis             Old Brain             Designed for Su...
Joe Terry     Chief Executive Officer     Corporate Visions, Inc.       @JoeTerry58jterry@corporatevisions.com
Today YOU will learn why…         Value Propositions Fail   Solution/Value/Customer Centric          Selling doesn’t workY...
Value Propositions Failure to Create Impact                                     Only 14% of                               ...
You                             60%                           Status QuoProspectEngages           Why Us?                 ...
65 % Buying Vision                              35 %                               Bake-Off                               ...
Y        Status          Quo         Barrier                       Y    BREAKING THROUGH
Risk/Loss Aversion                                          Incumbent Advantage                      StatusAttention Scarc...
Risk/Loss Aversion                                          Incumbent Advantage                      StatusAttention Scarc...
Risk/Loss Aversion                                          Incumbent Advantage                      StatusAttention Scarc...
Risk/Loss Aversion                                          Incumbent Advantage                      StatusAttention Scarc...
What was the difference?Bill James        Billy Beane
Customer Conversation System                Market     Demand         Solution      Up-Sell  Executive     Makers     Crea...
Independent 3rd Party Documented Results      With World-Class Companies
Distinct Point of ViewGrabber           Impact                Proof          Pain              ContrastWhy Change?      Wh...
YOU saw why…         Value Propositions Fail   Solution/Value/Customer Centric          Selling doesn’t workYour Competiti...
MARKETING & SALES      MESSAGING CONFERENCE          hosted by Corporate Visions                        CHICAGO           ...
Distinct Point of View
Your ChallengeWhy Change   Why Now?   Why You?
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Breaking the Status Quo - Joe Terry @ Forrester's Technology Sales Enablement Forum

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Breaking the Status Quo - Joe Terry @ Forrester's Technology Sales Enablement Forum

  1. 1. Breaking the Status Quo Barrier Convincing your prospects to do something different © 2011 Corporate Visions, Inc. All rights reserved. Corporate Visions, Power Positioning and Be Different. Where It Counts. Your Message. are registered trademarks or trademarks of Corporate Visions, Inc. All other trademarks are the property of their respective owners.
  2. 2. Make the Status Quo Unsafe“Change in people only comes when survival instincts trump comfort zone instincts.” Dr. Gertmenian (Dr. G)
  3. 3. A decision to change New Brain Designed for Analysis Old Brain Designed for Survival Decision-Making Engine
  4. 4. Joe Terry Chief Executive Officer Corporate Visions, Inc. @JoeTerry58jterry@corporatevisions.com
  5. 5. Today YOU will learn why… Value Propositions Fail Solution/Value/Customer Centric Selling doesn’t workYour Competition isn’t who you think it is
  6. 6. Value Propositions Failure to Create Impact Only 14% of “benefits/value” 14% promoted created impactRelevant to YourProspect 86% Created NO Impact! Unique to You
  7. 7. You 60% Status QuoProspectEngages Why Us? Them
  8. 8. 65 % Buying Vision 35 % Bake-Off You 60% Status Quo St Prospect EngagesWhy Change? Why Us? Yes#1 Yes#3 Why Now? Yes#2 Them
  9. 9. Y Status Quo Barrier Y BREAKING THROUGH
  10. 10. Risk/Loss Aversion Incumbent Advantage StatusAttention Scarcity Quo Barrier Change Burden
  11. 11. Risk/Loss Aversion Incumbent Advantage StatusAttention Scarcity Quo Barrier Change Burden
  12. 12. Risk/Loss Aversion Incumbent Advantage StatusAttention Scarcity Quo Barrier Change Burden
  13. 13. Risk/Loss Aversion Incumbent Advantage StatusAttention Scarcity Quo Barrier Change Burden
  14. 14. What was the difference?Bill James Billy Beane
  15. 15. Customer Conversation System Market Demand Solution Up-Sell Executive Makers Creation Presentation Cross-Sell Retain Vision Renew Great Conversations Messages Tools SkillsMarketing Sales 3rd Party ROI
  16. 16. Independent 3rd Party Documented Results With World-Class Companies
  17. 17. Distinct Point of ViewGrabber Impact Proof Pain ContrastWhy Change? Why Now? Why You?
  18. 18. YOU saw why… Value Propositions Fail Solution/Value/Customer Centric Selling doesn’t workYour Competition isn’t who you think it is
  19. 19. MARKETING & SALES MESSAGING CONFERENCE hosted by Corporate Visions CHICAGO SEPT 18-20conference.corporatevisions.com
  20. 20. Distinct Point of View
  21. 21. Your ChallengeWhy Change Why Now? Why You?

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